Business Development Director, Pennsylvania

Business Development Director, Pennsylvania (L4)

Location: Pennsylvania

About Diageo:

With over 200 brands sold in nearly 180 countries, we're the world's leading premium drinks company. Every day, over 30,000 dedicated people come together at Diageo to create the magic behind our much-loved brands. Join us and you'll collaborate, explore, and innovate. Challenge and be challenged. Together with passionate people from all over the world, you'll build brands consumers love.

We value each other and celebrate different perspectives. In our inclusive culture, you'll have the backing you need to test new ideas and learn from them. Harness your passion and desire to grow as you make your mark. Let's unlock a brighter, more exciting future together.

About the Function:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We're operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you'll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We'll support your learning and growth as you develop your career with us and work with people across our business to realize your fullest potential.

About the Role:

Diageo is seeking an experienced and results-oriented Sales Performance candidate to lead the growth of our spirits business in Pennsylvania. This role will guide and partner with expansive broker agency teams to deliver best in class omni-channel execution.

This position requires strong analytical capabilities and exceptional relationship building skills, acting as the lead Diageo representative for a wide array of internal and external partners. Your expertise will enable you to identify growth opportunities and implement effective sales initiatives that align with Diageo's mission to win market share.

In this pivotal role, you will be responsible for delivering value share growth in both channels by optimizing sales performance and go-to-market strategies for our diverse portfolio of brands in the region.

This position is a key leadership role in terms of a direct link between Diageo, broker and the Pennsylvania Liquor Control Board.

Role Responsibilities:

- Sales Strategy Development: Effective collaboration with RGM, 3rd Party Agencies and the Diageo Broker to develop and implement comprehensive sales strategies across channels, tailored to the specific market dynamics in the region.

- Financial Literacy: Strong grasp of retail pricing, including margin analysis, and the impact of promotional pricing on long-term portfolio growth strategies.

- Leadership: Lead, mentor, and motivate the broker and 3rd Party teams, fostering a culture of high performance, accountability, and continuous improvement.

- Stakeholder Engagement: Cultivate strong relationships with liquor control board representatives to increase the number of new listings/one-time-buys/holiday items/luxury items that are accepted, while skillfully navigating the parameters of the customer processes and timelines, to yield revenue growth for both Diageo and the liquor board. Build and maintain strong relationships with the broker, and key retailers in both channels to enhance brand visibility and drive market share.

- Market Intelligence: Consistently gather market intelligence through regular market assessments to understand consumer trends, competitive landscape, and regulatory considerations in the beverage alcohol industry.

- Cross-Functional Collaboration: Highly effective leader that works collaboratively with Trade Development, Brand Marketing, supply chain, RGM and Finance teams to align sales initiatives with overall business objectives.

- Supply Management: Collaborate on a frequent basis with the Supply Planning team to ensure state level programming is accounted for in the inventory replenishment. Serve as liaison between Diageo Supply team and PLCB Inventory team to minimize penalties and optimize shipments. Ensure all items are properly set-up through the customer portal to avoid inventory delays.

Management Responsibility

The Business Development director reports to the VP, Performance Management of Control States. This role will effectively influence the broker leadership and sales teams, while acting as the lead Diageo representative to the Pennsylvania Liquor Control Boards. The Business Development Director in partnership with Trade Development, the Broker and 3rd Party Agency will direct activity and investments to ensure the Control Division remains on track to achieving short- & long-term goals. They will lead all planning activities & input directly to the annual operating plan and ongoing into the monthly / quarterly business reviews.

• Develop annual volume, revenue and trade spend plans for a market contributing over $300M in retails sales value and 1.1M cases
• Strategically shape A&P spend to improve investment based on insights, analytics, market nuances and commercial strategy.
• Develop customer specific programs based on MBP's/National Calendar activity.
• Deploy National Programs - break down and simplify national programs into monthly/quarterly priorities and provide distributor/broker with information needed for them activate effectively.
• Share positive mentality that consistently develops collaborative plans with brand teams and other central partners to ensure we have the tactics to win in control markets.

• Progressive Sales and people management experience - ideally in a 3 and/or 2 tier market
• Understanding of the Pennsylvania Liquor Control Board ways of working and route to market complexities
• Team leadership, mentoring & talent development
• Experienced forecasting, budget & financial control management - working with Anaplan or similar planning systems to cascade and track forecasts
• Trade Marketing and/or Brand Management Experience including experience with Key Account/Shopper marketing execution
• Insight and understanding of both On and Off Trade business / growth drivers
• Must have strong influencing, negotiation skills across a sophisticated and matrixed corporate environment